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November 5, 2012
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The Leaderboard 
  • Why bosses need workers who'll answer back
    Nobody likes back talk, but bosses should actively encourage employees to talk back to them, says John Baldoni. It's more important to hear uncomfortable truths than to have workers try to protect your feelings, Baldoni explains. "The man or woman at the top of the pyramid must work hard to enable people to speak truth to power," he says. SmartBrief/SmartBlog on Leadership (11/2) LinkedInFacebookTwitterGoogle+Email this Story

Sales Strategies 
  • Why you must map your purchasing process
    These days, many buyers are progressing much of the way through the purchasing process before contacting sales representatives, writes Scott Gruher. "Buyers are more educated before interacting with a rep. They want the ability to easily procure a solution that solves their problem," he writes. Companies should respond by mapping the process used by their buyers, he writes. Sales Benchmark Index/Sales Force Effectiveness Blog (11/1) LinkedInFacebookTwitterGoogle+Email this Story
  • 5 ways to make your outbound-sales team more productive
    You can improve your outbound-sales results by encouraging senior representatives to mentor your other salespeople and by tracking each employee's performance, writes Lisa Fugere. "Some [salespeople] may make great inside sales reps, but just can't win in an outbound role," she writes. "Ensure that your team is organized in the best way possible." B2C Marketing Insider (11/1) LinkedInFacebookTwitterGoogle+Email this Story
  • Why prospecting should be an ongoing process
    Your sales representatives may come off as needy and risk annoying potential customers if they don't have enough prospects, writes Al Davidson of Manage Your Leads. For this reason, it's important to make prospecting a daily activity and to prepare carefully for sales calls. "Understand what you are hoping to accomplish with each call, whether it's getting a sales appointment, offering a sales proposal, or finalizing a time to meet to discuss closing the deal," he recommends. Small Business Trends (11/4) LinkedInFacebookTwitterGoogle+Email this Story
Daily Data Points 
  • Analysis: Companies' cash hoarding contributes to stagnation
    Corporations worldwide might be contributing to economic stagnation by hoarding cash, rather than using the money for expansion, according to The Economist. "Investment has steadily risen since the recession ended, but not as vigorously as profits," the magazine notes. "In America, for example, nominal capital expenditure this year (on an annualised basis) has risen by 6% compared with 2007; internal cash flow is up by 32%." The Economist (11/3) LinkedInFacebookTwitterGoogle+Email this Story
On the Road 
  • Potential for phony boarding passes poses a security threat
    Bar codes on boarding passes can be altered and pose an airline security threat, security experts say. The Washington Post was alerted about security gaps, and U.S. officials asked the news outlet not to share details. "We continue to explore and implement additional mitigation measures to prevent the manipulation of boarding passes and are working with the airlines to develop systems and methods to prevent illegal tampering," said Transportation Security Administration chief John S. Pistole. The Washington Post (11/3) LinkedInFacebookTwitterGoogle+Email this Story
App Update 
  • The pros and cons of native vs. mobile Web apps
    Mobile-optimized websites are less expensive to develop than native mobile applications, but there are pros and cons to each, writes Dave Meeker. A native app's icon is in itself a constant company brand reminder. Also, the apps can utilize the features of the mobile device better and usually run better, but they require downloading by motivated users, and updating them is not as easy as updating a mobile Web app. Timing is also a consideration, so a mobile Web app may be preferable for temporary campaigns or limited-time promotions, writes Meeker. MediaPost Communications/Mobile Marketing Daily (11/2) LinkedInFacebookTwitterGoogle+Email this Story
Most Read 

Top five news stories selected by SmartBrief on Sales readers in the past week.

  • Results based on number of times each story was clicked by readers.
Making Small Talk 
  • The agony and the ecstasy of competitive eating
    Competitive eating has a dedicated fan base, with some devotees hero-worshiping the best eaters and cheering as contestants pack away dozens of sandwiches, hot dogs, cupcakes and wontons at a sitting. "It's not pretty. But it is beautiful," aficionado Sam Barclay says. GQ (11/2012) LinkedInFacebookTwitterGoogle+Email this Story
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[U]nless your sales people are regularly meeting with new business prospects, they are vulnerable to suddenly having the rug swept out from under them when their 'busy' times come to a stop."
--Al Davidson, founder of Manage Your Leads, writing at Small Business Trends
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